"Consult The Coach" Archives
Stuart Kaufman, MS, MBA
“The Real Estate Coach”

September 2008 - Volume 8, Issue 6

I recently interviewed 4 real estate agents who are having a successful 2008, despite the down market. The reason for the interviews was to find out what was behind their success and what advice they might have for other agents. All of these agents are closing 2-4 transactions per month and expect to make $150,000 or more in gross commissions this year. These agents typically sell homes in the $400,000 - $600,000 range.

Ione McCarthy is an agent at Windermere Fauntleroy in West Seattle. Most of her business comes from referrals. Her edge is her “Value Added Service”. Ione provides staging, decorating, and construction work to insure that the houses she lists look good and sell for top dollar. She also attributes her success to having trustworthy partners, including a great photographer. Ione provides a home warranty on every home she lists. She hosts an annual holiday party every year for past clients.

Ione’s advice:

• Think outside the box
• Step outside of your comfort zone
• Make sure you are connecting with people every day
• Have a positive attitude

Josh Hall is an agent at John L. Scott in Kent. Josh works about 35 hours per week and attributes his success to consistency. He makes 25 sphere calls/week, writes 15 personal notes/week and does 10 face to face lunches or pop-bys/month. His approach is simple and inexpensive and requires discipline. During the holidays, he stops by for a personal visit to everyone in his Sphere. He keeps a weekly list to track his activities to insure he is making his numbers. His mailings are all automated (he develops 4 postcards at a time).

Josh’s advice:

• Have a plan and set some simple, achievable goals
• Have systems and be automated
• Focus on your Sphere

Reba Haas is an agent with RE/MAX Metro Realty in Seattle. She has a support team (marketing, advertising, scheduling, bookkeeping, commercial services) that allows her to spend more "face" time with her clients, and create/implement her vision and long term strategies. Her keys to success are consistent implementation and use of automated systems and procedures. For example, Reba monitors, tracks and evaluates all of her leads. All of her contacts go into a database. She demonstrates to her clients and prospective clients that she is prepared and that she runs her business like a business.

Reba’s advice:

• With the market slowdown, analyze your business and decide where you want to focus
• Create automated systems that help you run your business so you can focus more time on your clients
• Ask others for help when you need it

Justin Kim is an agent with John L. Scott Bellevue North. His key to success has been working with first time home buyers, since financing is more available for them. He knows the state and federal loan programs. He only works with people who need to sell and who are realistic. He treats every transaction as if it was his own.

Justin’s advice:

• Prospecting is #1, especially with your Sphere of Influence
• Go out and see the people you know as well as meeting new people
• Call and meet with your Sphere often.

So, what do we learn from these four agents? The common themes are having a consistent focus on connecting with your Sphere, implementing automated systems, and keeping a positive attitude. If these agents can do it, so can you!

About the Author:
Stuart Kaufman, MS, MBA, is a Real Estate Business Coach who has coached, trained, and inspired over 1,500 Real Estate Professionals to take their business to the next level. He is the head administrator of the Puget Sound School of Real Estate in Seattle, WA. For a complimentary copy of “Five Essential Tips to Get More Referrals and Business from Your Sphere”, go to www.GetYourSphereInGear.com.

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